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Maximize Your Influence

By Kurt W. Mortensen

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Maximize Your Influence: Your source for the top persuasion, influence, and negotiation techniques that will help you maximize your success in life and in business!

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CleanEpisode 279 - Meta Programs and Mindset

What is a meta-program and how does it help you become a better persuader? A meta program is the way we lean most of the time in terms of the way we act and react to most stimuli. We all hate to be put in a box and categorized, but the...

Do you negotiate with people of equal authority? Do you have to deal with other managers or senior management? Do you have to sell to people that feel like they know more than you? Understand the ability to gain trust, persuade...

There are many ways to double your income this year, but one of the easiest. Is to double the number of referrals you are getting. Half of your business should be based on referrals. It is so easy to do, but most people are...

CleanEpisode 276 - Psychological Tricks To Make People Like You Immediately

Do people like you? Can you connect with anyone? When introduced to someone – Are they really happy to see you? Are you sure? This week’s podcast is going to explore “Psychological Tricks To Make People Like You...

Why do your prospects keep saying NO? Are you the cause of the objections you are getting? What mannerism or things are you doing that turn people off and trigger objections? The Clothes That Increase Your IQ You...

The psychological edge gained by top persuaders cannot be overemphasized. How do great persuaders prepare their minds for success? This mental aspect is one of the most important (and usually most neglected) traits of success. Almost...

CleanEpisode 273 - Most Persuasive (And Least) Superbowl Commercials and How to Get A Piece of that Amazon Pie - Interview with Adam Hudson

How persuasive were the superbowl commercials. What worked? What bombed? Just because you liked or remembered a commercial does not mean it was influential. Just because you laughed, does not mean you will remember the...

How do you deal with those jerks? You know the ones I am talking about. How can you get them on your team? How do you influence them to be nice and to accept your ideas? To be a rock star of a persuasion, you cannot use the same...

Embedded Commands In persuasion and influence, it is the little things that can make a big difference. For example, does icing the kicker in football work? – You will be surprised. Does planting a seed that it might be too hot (or cold)...

Why Do 80% of New Products Fail? Why do new products suffer from such a high failure rate? Even multi-billion dollar companies agonize over product failures. What is going on? It comes down to either too much logic or too much emotion. I want to Share..

This was the most popular episode of 2018. Listen and tell me if you agree…. The Modern Way To Ruin Relationships Most persuader’s don’t understand feature – benefit or emotion vs logic. They throw these persuasion darts at their...

On this episode you will learn: -Secrets to good copywriting -How to attract more customers on the internet -The missing piece to your call to action You only have 3-5 seconds to attract customers on the Internet...What should you say? What is...

This week’s podcast is going to talk about 2 important things to increase your influence. How can you learn to write compelling copy that can influence anyone? This could be writing an email or marketing on the internet. How can...

Intuition is a big part of your future success. Intuition helps you read and understand people. It comes in an instant and we have to be ready to act simultaneously. Some call it a hunch, gut reaction or a feeling. Intuition is...

Are you magnetic? Are people drawn to you? People who know where they are going are able captivate, are passionate and are charismatic. You can tell when you meet them and when they enter a room. People are drawn to them because deep down people want...

Do you have that chemistry? Do you feel charismatic? Do you radiate optimism? It is no secret that the majority of the wealthy and successful business executives attribute their success to their optimism and attitude more than any...

Can your prospect sense your fear? Are you sure? Confidence is a trait that increases charisma, influence and attracts people to you. People love to follow and be influenced by others, when there is confidence in you and in your...

CleanEpisode 262 - The Allure and Appeal of Power – Keys to Presence #3

Power increases your charisma and ability to influence. When we have certain forms of power, that power increases our perceived charisma and increases our ability to influence. When we have legitimate forms of power, people will be more...

One element that increases your presence, charm and likability…..Is humor. Great persuaders naturally develop rapport while using humor. It is very unlikely that your audience will feel angry, depressed, anxious, guilty, or resentful...

Do you have Presence? Are you able captivate your audience or prospect? You can tell when you meet a charismatic personal and when they enter a room. People are drawn to them because deep down people want to be passionate about...

Touch can help you influence and connect with people. Touch can be a very effective psychological technique. Subconsciously, most of us like to be touched; it makes us feel appreciated and builds rapport. It is true, though, that we...

We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law of Connectivity. On the flip side we have all met someone that rubbed us the wrong way or...

We’ve all been told, “Never judge a book by its cover.” Yeah, right. Everyone is judging everyone else. Intentionally or not, people are constantly judging and categorizing others, compartmentalizing them into boxes. There are many...

Why is it so easy to lose at a casino? Why do they know about human nature that you don’t? It is all about the subconscious triggers. In his book Triggers, best-selling author Joseph Sugarman reveals that 95 percent of the...

Want to negotiation tips from a FBI hostage negotiator? What negotiation tools are working? Which tools lost the value? Listen to this interview with Chris Voss. Meet Chris: Prior to 2008, Chris was the lead international kidnapping...

How do you get a raise? How do you strategically negotiate a raise to earn what you are worth? Or is it better to persuade? What is the difference between the two? Persuasion occurs when your ideas are so convincing that the...

Of all the tools in your persuasion toolbox, questioning is probably the one most often used by Power Persuaders. Questions are used in the persuasion process to create mental involvement, to guide the conversation and to find out what your prospect...

What is NLP? Neuro-linguistic programming, or “NLP” as it is called today, is a very interesting science. NLP was first developed by UC Santa Cruz professor John Grinder and graduate student Richard Bandler. Its basic premise is that...

Mind Control and Expectations We communicate our expectations in a variety of ways. It may be through our language, our word choice, voice inflections, or our body language. Think of a time when you've been introduced to someone. Usually, if they...

The psychological edge gained by top persuaders cannot be overemphasized. How do great persuaders prepare their minds for success? What is their mental process before, during, and after the persuasion cycle? This mental aspect is one of the most...

There are only two things that motivate us in life: inspiration and desperation. We either move toward that which inspires us, or we move away from that which fills us with despair or discomfort. Most people only use desperation’s motivational...

Life Alignment When we look at life, we have to realize that it is not lived in segments, but rather, it is part of a greater whole. Every aspect of your life will either help or hurt the rest of your life. Our aim is to get all aspects working...

CleanEpisode 247 - How To Get Out of That Slump and Increase Motivation

Getting Over That Slump (personal or team) Anytime you’re in a leadership position, you are faced with the question of how best to motivate yourself and those who work under you. There are countless philosophies and ideas out there, all claiming to...

We usually explore the obstacles and mistakes in the world of average persuaders. Now I want to look at the flip side. We'll look inside your audience's mind and reveal all the things that Advanced Influence research tells us "persuadees" love about...

The worst time to learn a sales skill is when you need it. Persuasion and sales must be mastered before it is needed, or the opportunity is lost forever. In all the years that I have worked in persuasion, sales, influence, and leadership, I have never..

Persuasion Vomit (Data Dump) Many times, when we are trying to be persuasive, we want to highlight all the perks and plusses. It's only natural. Wouldn't helping someone see the potential gains of your product or service be a good thing? Yes, but here..

Psychological Power: The Mind Game Psychological Power is the ability people have to influence you while disguising their true intentions. People who are adept at using Psychological Power seek to alter another individual’s perceptions. Two...

Anger is a secondary emotion. A prospect's anger is usually an indicator that something else is askew and that he needs or wants attention. When we are angry – we want attention or action now. You can assist in diminishing his anger by...

The Brick Wall of Resistance Has this ever happened to you? You enter a retail store and you're approached by a sharply dressed persuader. You are interested in buying, but the salesperson is a little aggressive. You get an alarming feeling in the pit..

Many times, when we are trying to be persuasive, we want to highlight all the perks and plusses. It's only natural. Wouldn't helping someone see the potential gains of your product or service be a good thing? Yes, but here is the issue: Your audience...

Great persuaders are congrooent, but what is congrooence? When things match, we don’t notice, but if something seems off, it grabs our attention either consciously or subconsciously. Just like the misspellings in the first sentence of...

You have to be careful in how you explain and exhibit your credibility. If you launch into a laundry list of your accomplishments or of your education and titles, you might be perceived as a self-centered. Take advantage of less direct or less...

Does confidence affect your ability to persuade? The answer is a resounding yes. It is important that you do not come across as cocky or arrogant. How can you tell the difference? It’s all about the intention. Confidence is motivated by a...

Competence is your knowledge and ability in a particular subject area. True competence comes from lifelong learning and experience. Competency exists on many levels. When we are observing someone from a distance, or when we are meeting them for the...

Character is the combination of qualities that distinguishes one person from another. These qualities make up who you are on the inside—not the external front you may sometimes put up. Who are you, really? What do you do when no one is watching,...

Whenever someone tries to influence us, in our minds we ask ourselves, “Can I trust this person? Do I believe him? Is she really concerned about me?” We are less likely to be influenced if we sense that the person trying to persuade us is driven...

The more a brand is advertised, the more popular and familiar it is perceived to be. We as consumers somehow infer that something is popular simply because it is advertised. When people are buying gifts for others, social proof is one of the most...

Competence is your knowledge and ability in a particular subject area. True competence comes from lifelong learning and experience. Competency exists on many levels. When we are observing someone from a distance, or when we are meeting them for...

Optimistic persuaders outpersuade pessimistic persuaders every time. Not only is optimism essential to influencing others, but is also a critical for success in life. Optimism is more than a positive mental attitude. It is not constantly saying...

Even for the strongest individuals, their commitment level or willpower is not always constant. Willpower is like a battery. As you exercise your willpower throughout the day, the battery power starts to decline. What drains your battery? Fatigue,...

CleanEpisode 229 - How To Deal The Heckler, and Indifferent or Hostile Audiences

Understanding different types of audiences will also help you determine their acceptance level. Following are some different categories of audiences and how to deal with each of them. The Hostile Audience This group disagrees with you and may even...

When you become a Power Persuader, you will learn to love objections. You will come to understand that when people voice their objections, it actually indicates interest and shows that they are paying attention to what you are saying. The key to...

The Law of Expectations AND The Impact of Suggestion The Law of Expectations uses expectations to influence reality and create results. Individuals tend to make decisions based on how others expect them to behave or perform. As a result,...

A great persuader can connect with anyone in thirty seconds or less. First impressions take only seconds to form, but they last a lifetime. This is a critical skill to develop because the cement dries fast. How do you ensure that you’re making those..

Research demonstrates that 81 percent of persuaders talk more than necessary during the persuasion process. They are talking too much,7 and you are likely talking too much. Check this out. When we talk too much and fail to allow our audience to ask...

Common Obstacles That Limit Your Persuasion Success The worst time to learn a persuasion skill is when you need it. Persuasion must be mastered before it is needed, or the opportunity is lost forever. In all the years that I have worked in persuasion,..

Zeigarnik Effect When we feel we've been left hanging, it drives us crazy! We want to know the end of the story. What is the missing piece? We want our tasks to be completed so we can check them off our list. This is also known as the "Zeigarnik...

CleanEpisode 222 - How to Deal With Refund, Complaints and Buyers Remorse

"Buyer's remorse" is also a form of dissonance. When we purchase a product or service, we tend to look for ways to convince ourselves that we made the right decision. If the people around us or other factors make us question our decision, we...

I am not going to be politically correct in this section. I know it is not fair. I know we should not judge, I am here to help you with reality. Everyone judges and some of these items are things you can fix – some of them you...

Almost everyone wants to accomplish their dreams, achieve more, become a better person, or pursue bigger and better goals. And we often know exactly what we need to do to make these things happen. So why don't we do them? Why do we fall short of our...

How to Command Attention with Power and Authority Great persuaders know and understand how to use different forms of power, but if you're like most people, you just cringed at the word "power." Is power something we're really allowed to talk...

I was asked an interesting question last week on a radio interview. I was asked, “How can you resist or repel an unwanted persuasive attempt?” He also asked, “How can you stop someone that always tends to manipulate you?”...

On this episode Kurt interviews Dave Kurlan. They discuss the biggest mistake that sales people make, baseball and sales, biggest mindset obstacles, self-limiting beliefs and how to reprogram your beliefs, how to get your prospect to pay more...

One of the Bricks - Fear of Rejection We all experience rejection in small doses every day. But what about when we persuade for a living? Rejection seems to take a higher toll. We avoid rejection like the plague, but it affects your income. Running...

On this episode Kurt discusses the geeky article of the biggest causes of anxiety. Article here. He also discusses the blunder of the week that happened to him at a burger joint in Southern California. And why first impressions really are important....

CleanEpisode 213 - How to Sell the Way Your Customers Want to Buy – Interview with Kristin Zhivago

Join Kurt as he interviews Kristin Zhivago. Kristin is president of Zhivago Partners, a digital marketing management company, and the author of the book, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy. Kristin was one of the...

On this episode Kurt discusses the blunder and ninja of the day, and the psychology of waiting and whether or not is a good or bad thing and if it affects your ability to persuade. Atmosphere can also include the tension in the air. Is there a rush,...

Join Kurt as he interviews Travis Truett, the CEO of Ambition, the first sales performance management platform built for the modern workforce thats currently endorsed by Google, Harvard Business Review and more. On this episode they discuss the...

The Theory of Cognitive Dissonance Leon Festinger formulated the cognitive dissonance theory at Stanford University. He asserted, "When attitudes or beliefs conflict with our actions, we are uncomfortable and motivated to try to change." Festinger's...

Join us on this great interview with Dr. Ben Voyer. We are going to talk about: How persuasion has changed Biggest persuasion blunder Loss avoidance Power and relationships Influential nature of stories Professor Voyer is Loreal Professor of...

Objection Obstacles All excuses and objections can be boiled down one or more of these seven potential objections: Once you understand that all objections stem from one or more of these seven key areas, you will have a much easier time identifying the..

Blueprint to Business is the ultimate guide to becoming a successful entrepreneur. Bestselling author and CEO Mike Alden puts aside the rainbows and sunshine, gets real about what it takes to 'make it,' and gives you the real-world guidance you need...

Inside the World of Objections and Concerns When you become a great persuader, you will view objections differently than most people do. You will even welcome objections and enjoy handling them. Why? You will realize that when people voice...

Charisma is influence. In other words, getting others to do what you want them to do and like doing it. People get uneasy when you talk about influence, but just like power, it is neutral. Some feel it can’t be learned, others get...

Negotiation: Face-to-Face, by Phone or via E-mail In our age of ever-expanding communication possibilities, researchers have been drawn to answer the question of which communication mode is most likely to lend itself to successful negotiation. Their...

Reduce to the Ridiculousness (JND): This technique involves paring down your request to something that seems manageable, easier to comprehend or easier to monetize. Let's say you are trying to convince someone to purchase a life insurance policy. The...

"Door-in-the-face" is one of the most common techniques for implementing the Law of Contrast. Basically, an initially large and almost unreasonable request is made, likely to be declined—hence the "door slammed-in-the-face" as the prospect rejects...

Never fight on price. Price in not the issue – you are the issue. Only 6% of things are bought on price. Anybody can fight on price. Let’s learn 14 techniques to make price a non-issue. "Price is what you pay. Value is what...

Verbal Packaging & The Leverage of Language The more skillful a person is in the use of language, the more persuasive they will be. People are persuaded by us based on the words we use. Words affect our perceptions, our attitudes, our...

Robin Dreeke FBI Interview Did you ever leave an interaction saying to yourself, "That could have gone better?" Do you want to improve your leadership, interviewing, sales, and trust building skills for every aspect of your life? A...

Dave Negri’s Secret Price Weapon Using “pricing” as a marketing strategy is often overlooked by entrepreneurs. It may be a little scary, butsometimes all you need is a higher price point to become more attractive to your target...

Amy Cuddy – Non Verbal Link I have already spoken at length about the necessity of positive mental programming and the initial steps one must take to put this powerful tool into practice. Great persuaders gain control over their destiny by...

Anthony Iannarino - Becoming The Trusted Advisor What Is Not Advice Your product is not advice. Nor is your service. Nor are the solutions that you happen to sell. The features, benefits, and advantages of what you sell are not...

Negotiation Versus Persuasion Let’s talk about where negotiation fits into the world of persuasion and the difference between the two. Persuasion occurs when your ideas are so convincing that the other party ends up adopting your point of view. With..

This episode features guest Scott Ingram - In this episode learn all about why mindset and belief in yourself is absolutely fundamental. And the tips and tricks in getting yourself there. And how to show your customers/prospects that you truly...

The Value of the Simple Statement Simple is better than complex. Since we are unable to recapture or replay our spoken words, we hope that they will be correctly interpreted the first time they are heard. Unfortunately, spoken words can be the most...

This podcast is going to focus on how to handle the heckler and maintain audience control in any situation. One of the key factors is getting to know your audience. It is critical that you understand where your audience is coming from and...

Synchronized Beliefs Very closely related to directing our thoughts are our beliefs or belief systems. Just as airplanes have guidance systems to direct them, so do we have systems guiding and shaping what we think, do, and believe. Without these...

Jon Gordon's best-selling books and talks have inspired readers and audiences around the world. His principles have been put to the test by numerous NFL, NBA, MLB coaches and teams, Fortune 500 companies, school districts, hospitals and non-profits....

Charismatics have the ability to focus quickly in the moment similar to great athletes. To master the area of focus and concentration, we must implement what athletes do before, during and after the competition. ...

Many think that when they get into positions of leadership or prominence that others should be serving them or looking up to them. This is great way to turn people off and decrease your ability to be charismatic. If your only focus is on...

Passion is very contagious. When you transfer this passion, the people around you start to radiate that passion. They perform better, if it is at work, it is no longer work. They become more proactive, more willing to work as a team...

Rapport: The Instant Connection Rapport is the secret ingredient that makes us feel a harmonious link with someone else. It is equivalent to being on the same wavelength with the other person. Rapport is the key that makes mutual trust...

Similarity: Similar Is Familiar Similarity theory states that familiar objects are more liked than less familiar ones. The same holds true with people: We like people who are similar to us. This theory seems to hold true whether the commonality is in...

Emotional States: Understanding Feelings and Moods Charismatic people know there is a fine line between logic and emotion. To influence someone you have to have both. Emotion will override logic every time. I am going to assume here...

CleanEpisode 182 - How to Create The Perfect Persuasive Presentation – Part 2

That first thirty seconds with your audience are critical. How do you start? Great persuaders craft and design their message. There is no room to wing it. Your opening is where your audience formulates and settles into their impressions of you. Think...

Structuring Persuasive Presentations Why should we be concerned with the structure of a persuasive presentation? Top predictor of professional success is how much you enjoy and how good you are at public speaking. Studies also show the...

Paul Smith (Author) - Lead with a story and Sell with a story Leadwithastory.com Storytelling has come of age in the business world. Today, many of the most successful companies use storytelling as a leadership tool. At Nike, all senior...

CleanEpisode 179 - New Trust Research and Interview with Michele Plunkett

Six stats on the importance of trust in influencer marketing “Only 22% of brands are trusted.” (Havas Media) That’s a frightening metric for any marketer. Without establishing trust between your brand and your audience, it’s...

CleanEpisode 177 - Evan Carmichael Interview & The Secret to Creating a Business and Life That Matter

The Law of Obligation and Marketing We often see this method at work when companies give out complimentary calendars, business pens, T-shirts, or mugs. This specialty advertising is an $18.5 billion dollar industry. It not only creates...

Energy of Influence Another way to enhance your ability to motivate yourself and others is to make sure all things are balanced in your life. Great persuaders lead a balanced life and keep everything in perspective. I...

The Law of Obligation, also known as pre-giving or reciprocity, states that when others do something for us, we feel a strong need, or urge, to return the favor. Returning the favor rids us of the obligation created by the first good deed. The adage...

Smells: The Aroma of Persuasion We all know what the smell of movie popcorn does to us. Smell is directly linked to our emotions. Our sense of smell is so powerful that it can quickly trigger associations with memories and emotions. Our...

Summary: Talking Too Much Being an extrovert, having the gift of gab, or being able to make small talk with anyone you meet can definitely be used to your advantage, but watch yourself. How can you persuade if you are always talking? It...

Today I interviewed Dr. Stephanie Burroughs. She is the author of Dating Your Business Prospect. She looks at networking in a whole new light. She calls it 360 networking. She explains how to use social media and expanding you...

The New Year is here and your influence skills are more critical than ever. You have heard enough about goals – so let’s focus on those persuasion tools. Does your eye contact help you influence or does it trigger deception cues? ...

Anger is a secondary emotion. A prospect’s anger is usually an indicator that something else is askew and that he needs or wants attention. When we are angry – we want attention or action now. You can assist in diminishing his anger by determining

Willingness to confront your fears is critical to mental programming. Great persuaders have mastered their fears. You will be tempted to leave your fears buried, but they will invariably come back to haunt you.

On Episode 167 of Maximize Your Influence, Kurt and Steve interview Matt Powell. Matt asks an important question other personal growth planning books never ask: what if you are choosing the wrong goals? Having taught thousands of students and selling t.

If you’ve been in sales or business for long, you know that a “referred” lead is 10 times better than most cold calls. On this episode, Kurt and Steve interview Donald Kelly, the Sales Evangelist about how you can double your referrals!

Well, it’s finally over. The 2016 presidential election is in the books. Wow. Just wow! Kurt and Steve discuss the election and some of the tactics used by both sides that ultimately led to the victory by Donald Trump.

Kurt and Steve start this episode by discussing how we can achieve effective presence as a persuader. Kurt also laments the end of boating season. They then continue their discussion about dealing with difficult people…specifically delving into lo

On this episode, Kurt and Steve interview Jonah Berger. Jonah is a Marketing Professor at the Wharton School at the University of Pennsylvania and a world-renowned expert on word of mouth, social influence, consumer behavior, and how products, ideas,

We all have them in our lives: difficult people. Admit it…when you heard “difficult people” you automatically thought of a couple by name, didn’t you! So what is a difficult person? This person is difficult by nature and/or disagrees with you

On this episode, Kurt and Steve read some listener mail from an business owner who finds himself dealing with a lot of calls from prospects just wanting quotes. They discuss how the power of “no” can draw prospects into a conversation where actual

On this episode, Kurt and Steve interview Rob Kendall, of www.conversationexpert.com. Rob has devoted his life to understanding how humans converse with one another and what makes them go wrong…and right. Rob its the author of BlameStorming and Wo

The food industry is more successful than it's ever been. Food is cheap, accessible. And many of us are eating A LOT of it. On this episode, Brian Wansink of the of the Food and Brand Lab of Cornell University joins Kurt and Steve. ...

Worry When your prospect is worried or preoccupied with something occurring now or could happen in the future. The wrong type of worry can hinder persuasion. Worry is feeling anxious, uneasy, or concerned about something that may happen, or has...

Did you know that money can buy happiness? A recent study published in “Psychology Today” shows just that. Kurt and Steve discuss the ins and outs of this study and how money certainly can buy happiness…up to a point. Continuing off of recent...

It is human nature to mirror and match, or to “synchronize” with, the people we connect with.28 We don’t even think about it. It happens so quickly and so subconsciously that without a replay, one is unlikely to even notice it.29 What if you...

If all my talents and powers were to be taken from me by some inscrutable Providence, and I had my choice of keeping but one, I would unhesitatingly ask to be allowed to keep the power of speaking, for through it I would quickly recover all the...

Capturing Attention Immediately What can you do in the first thirty seconds of your encounter to capture your audience’s attention? Can you prove to them that you are worth listening to? Think about this: Every time you communicate with someone,...

After discussing a few recent business trips, and of course, the food they ate on those trips, Kurt and Steve discuss a classic blunder: overuse of fear. Fear is a useful tactic when persuading others. It is very short term, however....

You can use conversational skills as a tool with which to build new connections, while avoiding awkward pauses and uncomfortable conversations. After all, making a good first impression is all about making others feel good when spending time with each..

Have you ever felt like you put in a bunch of work only to pave the way for your competitor? Many persuaders inadvertently do this only to find out too late that they lost the deal. The key to avoiding this is generating genuine...

What is your message? What do you have to share that will make a difference in people’s lives? What is your main objective, the key thing you hope to accomplish? You’ve got to understand the big picture. Then, with the big picture in mind, you...

When Steve asked Kurt how he was doing before the show started, he did not expect that Kurt would tell him that he just got done dealing with a bear in his backyard. Well, he didn't deal with it...animal control did. But we're proud that...

Let’s talk a bit about deception. I don’t need to say it here, but I will. Deception is wrong and does trigger incongruence. On the flip the side the challenge you could have is that when you get nervous or uneasy you might be...

"He kept his promises." Promises made during the persuasion process are fulfilled. Persuaders are honest and realistic in what they promise—they don't build false hopes or expectations. They "underpromise and overdeliver"—not the other way...

You know we love talking about "Negotiaton's Dirty Deeds." A recent article by the Harvard Business Review gave some great pointers on deflecting some of the more common negotiation tactics. One of the best ways to insure a smooth...

Francis Bacon once said, "Knowledge itself is power." Knowledge power is based on proficiency in a certain subject, procedure, or situation. Remember that you are the expert. People can be persuaded if they think you have more knowledge or expertise...

On this episode, Kurt and Steve interview Wes Schaeffer, the Sales Whisperer! There are ways to start implementing empathy in your daily contacts and conversations. It does take some practice and evaluation. After every encounter ask...

Happy Memorial Day!, If you're not in the US, we hope you had a great Monday, May 30! If you have a tough negotiation coming up where your opponent will play the empathy card, we have good news. Acetaminophen can dull your sense of empathy! So...

Did you know that if you think about what you ate earlier in the day, you're proven to snack less? Kurt and Steve discuss a recent article by Psychology Today that studies this phenomenon. Size of packaging, color, position...all of these...

Kurt and Steve begin this episode by discussing how in anything we do, we default down to the level of our training. Whether it's a sport, self defense, language, or persuasion...the mind and body default to what their trained to do when they...

An interesting study was conducted with dentists, whereby an ad was put in the newspaper asking for people to participate in a painful dental procedure.11 The first amazing thing about it was that people actually showed up. During the first part of...

One of the key ways to keep your competency on track is to be a
lifetime learner. We consider others to be competent when we see
them continually learning and advancing their training and
education. I can remember going to buy computer products...

After briefly mentioning it on last week's episode, Kurt and Steve quickly learned that most have a lot of "feelings about" the urban phenomena, RBF (otherwise known as Resting Bitch Face). So they dived in a little more and wouldn't you know...

The worst thing for a persuader is that your audience members probably won’t ever confront you about your dishonesty or deception. They are not going to tell you that they think you are lying. They’ll just never work with you again and...

self-perception bias
Ever wonder why others can’t smell their own stink? (perfume or body order) We are good at judging others and finding out what is wrong with them, but that analysis does not seem to work on ourselves. The same...

Keeping Attention: A Bored Mind Says NO!
It is common sense to realize you have to keep your audience's attention in order to persuade them. If you lose them, you lose your chance for them to understand and accept your...

The old-school approach to persuasion put a lot of the emphasis on the final outcome: clinching the deal, closing the sale. Back then, it was a lot more about getting the sale than having a true and lasting relationship with an actual person. The...

This week's article is sure to offend some listeners. If you're a short man or an overweight woman, the British Medical Journal has bad news for you. Hey were just the messenger! Check out their recent study linking hight, body mass,...

All human beings yearn for direction and guidance. That’s why someone with a vision is so alluring and influential to us. Charismatics are able to create a strong clear vision of the future. People will jump on board when they can...

Have you noticed the dramatic changes that have evolved in presentations, communication, and training over the last twenty years? The basic focus used to be on education. Many people are still trying to educate and they always lose their...

On episode 127 of Maximize Your Influence, Kurt and Steve start by discussing a recent article, the 7 Mental Blocks to Being Rich. They then transition to part two of their series on qualities of great leaders.
Intuition is a big part of...

After speculating about good dining in San Francisco and briefly insulting their listeners there, Kurt and Steve discuss a recent article about whether great leaders are born or made. They then launch into a discussion about the qualities of...

One of the aspects of the Law of Association is the use of affiliation. Persuaders want you to affiliate their company with positive images, feelings, and attitudes. Our surroundings and environment trigger feelings and we transfer those feelings to...

Neuroscientists have made significant progress on how the brain processes information. Our brain can be very bias. This is especially true in politics. People will always see the good in their party and find the bad in the...

The Power of "Yes"
Use questions that will create "yeses." As you create your marketing and persuasive presentations, you must engineer the number of times you get your audience to raise their hands, say yes, or nod their heads. How many verbal yeses...

Methods of Protecting Mental Alignment
When we feel dissonance, we have to find a way to deal with the psychological tension. When the rubber band stretches, we cannot not live with this internal pressure. We will instantly try to find a way to...

The Theory of Cognitive Dissonance
Leon Festinger formulated the cognitive dissonance theory at Stanford University. He asserted, "When attitudes or beliefs conflict with our actions, we are uncomfortable and motivated to try to change." Festinger's...

We are firm believers that we all have greatness within us. We believe that we each have within ourselves unwritten books, un-started businesses, brilliant ideas, great inventions, charitable ideas, and untapped energies. But sometimes we have a hard...

The Hostile Prospect
This person disagrees with you and may even actively work against you. For a hostile prospect, use these techniques:
Find common beliefs and establish a common ground.
Use appropriate humor to break the ice.
Don't start the...

Have you ever noticed how some people can captivate, inspire, and influence others without effort? Other people instantly like them and want to be around them. Some individuals can enter a room and everyone notices. They seem always to get what...

Social Validation and Marketing
The more a brand is advertised, the more popular and familiar it is perceived to be. We as consumers somehow infer that something is popular simply because it is advertised. When people are buying gifts for others,...

Your environment and the expectations of that environment should be persuasive. There is a concept called the Phillip Zimbado’s Broken Window Theory. This theory suggests that a building full of broken windows will cause people to assume that no...

Touch is another powerful part of body language—important enough to devote a whole section to it alone. Touch can be a very effective psychological technique. Subconsciously, most of us like to be touched; it makes us feel appreciated and builds...

To maintain order of the world, our brains link objects, gestures, and symbols with our feelings, memories, and life experiences. We mentally associate ourselves with such things as sights, sounds, colors, music, and symbols. These associations create..

The Law of Scarcity plays a large role in the persuasion process. Opportunities are always more valuable and exciting when they are scarce and less available. We want to be the ones to own the rare items or to get the last widget on the...

For this episodes article, Kurt and Steve discuss the top techniques of hostage negotiators. Admit it, you're thinking of the movie "The Negotiator" all of the sudden. Now that we got that out of the way, we can actually talk about...

The better you become at handling objections, the more persuasive you will be. The key to great persuasion is anticipating all objections, problems, or concerns before you hear them. Great persuaders are always able to accomplish three critical...

We tend to rate our skills that we want, that we need or that we require higher than they actually are. To improve, grow and become more successful we have to know our weaknesses and be able to identify our blind spots. If we don’t...

Are you good at flirting? Admit it, when we asked you rolled your eyes but were A LITTLE bit interested, deep down. As it turns out, flirting is related to your ability to influence. A recent article by Psych Central discusses what...

Being in sales or being a business owner can be emotionally exhausting. It's important to develop the ability to pick yourself up out of a bad mood. To start this episode, Kurt and Steve discuss a recent article that gives you "8 ways to...

Can your personality type change? A recent article from Psychology Today seems to think so. It's not uncommon for many to become more friendly (or less friendly) the older they get. Check out the article here for more info.
Did you...

Is Google rigging elections? On this episode, Kurt and Steve discuss a recent article that thinks so. Merely telling the masses that a candidate has a "high" approval rating tends to gender more support. So how much influence do the...

Everything that we understand and know about our world is based around words. Words don't just have meaning, they have feeling. That's why some words in some languages just don't directly translate. One particular author has used...

As we get closer and closer (even though it's a long way away) to the 2016 presidential election, more and more persuasion blunders will be on display. A recent article shows that politicians who have deeper voices (yes, even women) are...

You can't visit a business web page without hearing "follow us on Twitter!" We're certainly guilty of this too. Follow us on Twitter @influencemax!
A recent article from Psych Central shows that when customers complain about a...

When you're an entrepreneur or sales person, being mentally tough is key. If you want the rewards that come from owning your own business or being on commission, you need to put up with days that can be full of rejection and...

It's been 100 episodes! After inserting some canned applause and patting themselves on the back, Kurt and Steve discuss why disobedient kids may actually make more money as adults. They then proceed to insult people who don't listen to...

Whether you think you love it or not, you love to procrastinate. The brain thrives on it. The reason is that we tend to treat our "current self" much better than our "future self." We give our future self way to much credit. We...

Do you sort your mail over the trash can? Do you delete most emails before you even consider them? That's the reality of advertising today. Messages to your prospects need to be compelling and grab their attention. To start...

After Steve gives the full report on his recent trip to Puerto Rico (including a priceless blunder by the Ritz Carlton resort), Kurt discusses this week's "geeky article moment." A recent article on Psych Central reveals the advantages of both...

To kick off this episode, the guys discuss what is likely the most offensive article they've ever featured on the show. Kurt insists that it's Steve's doing. We'll let you read it for yourselves, but just know that "hand's on" father's...

A recent study shows that if you want to look trustworthy, you should also look happy. What's the catch? Looking happy doesn't necessarily make you look competent. Kurt and Steve discuss this study and how persuaders can walk the...

In persuasion, there are a few words and phrases that a lot of people say, but that they don't really mean. In a recent article on Inc.com, 11 of these terrible sayings are reviewed. It's an entertaining article and Kurt and Steve discuss...

When it comes to persuading others (through owning a business, church, non-profit), it's all about networking. Anyone who has ever been successful can attribute at least a part of that success to meeting the right people at the right time. ...

If you're like most people, you don't really enjoy paying taxes. A study in the UK recently discovered how to vastly increase the rate of collected taxes, just by adding one simple sentence to collection notices. Kurt and Steve discuss...

Nobody has a perfect self esteem. We all have insecurities in ceratin areas of our life. The same is true for your prospects. Raise a prospects self esteem and you'll catapult your chances of persuading them! On this episode, Kurt...

Did you know that the noise of an aircraft engine can cause you to crave different foods? A recent study by Cornell University makes some compelling links between decibel level and food cravings. Kurt and Steve discuss the artice and also...

Is optimism overrated? A recent study from the University of Utah thinks so. Kurt and Steve discuss the study and what it means for persuaders.
Some of us are better negotiators than others. Some of us respond differently to...

Do you know somebody who is always blaming other people for their problems? Is it you? The fact is, we all do it. And sometimes we're right. A recent article, however, shows why blaming others is not productive...even when it's...

It's always helpful to learn more about what successful people do in their daily lives. In this episode, Kurt and Steve highlight three key lessons we can learn form succeessful people.
For this week's Persuasion IQ question, Kurt and...

After discussing Kurt's recent trip to Las Vegas, Kurt and Steve discuss an article that may be helpful if you've been to Vegas recently: "Are White Lies Good For Relationships?" You'll be surprised at the conculsion!
How can we tell if our...

Have you ever witnessed an animal "sniff" another animal and thought "wow I'm so glad I'm human?" A recent study shows that you might rely on smelling other humans. Check out the study here.
On this episode, Kurt and Steve discuss what...

Do you rely on email marketing to generate leads? What about telephone prospecting? As it turns out, there are specific times of day and the week that are more effective...and it's not quite what you think. Check out this episode for...

They've talked about it a lot on Maximize Your Influence, but on this episode Kurt and Steve discuss a recent article entitled "10 Body Signs Somebody Is Lying To You." They discuss the merits of the article as well as some additional...

A recent study published by Psych Central discusses how to make new habits stick. The article goes over a variety of techniques that will dramatically increase your chances of implementing new habits. Check it out here.
On episode 82,...

Have you ever given a presentation and had a tough time connecting with the audience? Some audiences are just difficult. Other audiences can be connected with if you know some basic pointers. For this week's article, Kurt and Steve...

Have you ever encountered a prospect who had a skewed view of what they should pay for your product? Would you like to have more control about what your prospects think your product is worth? Tune into this episode for more...

On this episode, Kurt and Steve continue in giving you the "cheat sheet" for the Persuasion IQ test. You can find the persuasion IQ test by visiting www.maximizeyourinfluence.com and clicking "Persuaison IQ" on the bottom of the page.
What do...

We've all heard of the sterotypical "fast talker." They come across as too slick and like they're up to something, right?
On this episode, Kurt and Steve discuss what the most persuasive rate of speaking is. They also discuss what kind of...

With Valentines now over with, you likely know where you stand with your significant other. However, Kurt and Steve still find it fit to bring up a recent study that shows how you can tell if somebody loves you...or lusts after you. Check...

Do you know people who are ALWAYS late, no matter what? Do you find yourself telling these people earlier times in an effort to get them to unintentionally show up? A recent article in the Wall Street Journal studied type A (aggressive)...

Have you checked out www.universityofpersuasion.com yet? Did you know that you can enroll in our 52 week persuasion course for as little as $7 a month?
Shameless plug over. On this week's episode, Kurt and Steve discuss a recent...

Welcome to episode 74 of Maximize Your Influence! On this episode, Kurt and Steve roll out an interesting article published in the Economist. More and more, governments and intelligence agencies are analyzing body language to determine if...

Have you ever met the kind of person who is always stressed, has a negative attitude, and who nobody wants to be around? Oftentimes we later hear these people have major health problems down the road. In this weeks article, Kurt and Steve...

On this week's episode, Kurt and Steve lead off with the "Geeky Article Moment" as well as some banter about food, NFL playoffs, and seagulls eating hotdogs. Yep. It happened.
A restaurant in Pittsburgh has recently decided that it will...

Happy New Year!
We're back with the first episode of 2015!
If you we're asked "do you have a rewards card with us" last time you were shopping, you're not alone. Business are loading up on rewards programs like never before, in hopes of...

If you have kids or employees (they're kind of the same, aren't they) you have probably used threats as a way to gain compliance before. When we are in a rational state, we can all agree that most of the time threats are only good for very short...

Are you tired of faking that you like your boss when you really don't? Michigan State University has good news. Apparently, you don't need to fake it anymore! Their study shows that your productivity and your bosses satsifaction with...

Every year it happens. Black Friday. That one day where retailers apparently lose their mind and start giving away massive discounts in order to lure bargain hungry shoppers. The urgency created on Black Friday is unparalleled!
On...

Do you work in an environment where you need to be motivated...but your boss just doesn't motivate you? This is increasingly the norm, unfortunately. A recent article by Harvard Business Review gives some helpful pointers if you find...

Are you one of those sports fans that feels like the officials are conspiring against your team? Everybody has been THAT sports fan at some point in their life. As it turns out you may not be that paranoid. A recent study shows that...

Persuasion is one of those skills that gives you a leg up on the competition. When it comes to sales, there is no award for second place. And advantage you can get goes a long way towards coming in first place! Make sure you...

After discussing Kurt's upcoming visit to the Middle East, Kurt and Steve launch right into this week's article. According to a recent article from Science Daily, toddlers who exhibit low empathy are in for a tough life. The study says...

Do you enjoy the Maximize Your Influence Podcast? Learn more at www.universityofpersuasion.com. You'll have access to all of our top persuasion and influence training! You'll get our 52 week persuasion mastery course, our persuasion...

On this episode, Kurt and Steve interview the CEO of Entrepreneur on Fire, John Lee Dumas. John is one of the most successful "virtual" entrepreneurs out there. His podcast is by far one of the most popular business downloads on the...

Did you know that money can buy happiness? A recent study published in "Psychology Today" shows just that. Kurt and Steve discuss the ins and outs of this study and how money certainly can buy happiness...up to a point.
Continuing...

Stay tuned as we will soon be rolling out Influence University...your way to access absolutely everything that Kurt has ever produced on Persuasion, Influence, Negotiation, and Leadership! One of the greatest features of Influence University is...

After a rant about Philly Cheesesteaks and Gourmet Grilled Cheese, Kurt and Steve continue to break down the psychology of objections. Undestanding what's happening to your prospect mentally will help you overcome objections faster and many...

Have you ever had a conversation that just didn't get results? Or even worse, one that felt completely fake? On this episode, Kurt and Steve interview John R Stoker, author of "Overcoming Fake Talk - How To Hold Real Conversations that...

Closing a deal isn't about a slick line at the end of your presentation. It's about understanding what your prospect is REALLY saying when they say things like "I need to think about it" or "I don't have the money."
First we need to figure...

Have you ever met somebody that didn't seem all that sharp but could sell circles around you? Here at Maximize Your Influence we help you hone your persuasion skills to generate the income and results you want! As always, send your comments,...

In Episode 54 of Maximize Your Influence, Kurt and Steve start things off by discussing a recent study about the chemical oxytocin. According to the study, the more oxytocin present in somebody's system, the more accepting they are of...

A whole year of Maximize Your Influence Podcasts are now behind us! And listenrship in the Islamic Republic of Iran is still strong (that has to be a fluke, right)!
After two podcasts delving into the female brain, Kurt and Steve discuss a...

CleanEpisode 52 - Part Two Of Interview With Maureen Simon On The Female Brain

Don't worry, it's still us! We just have a new Itunes and podcast logo.
Kurt and Steve discuss the recent news in the Middle East and the conflict between Israel and Hamas. They discuss the generations of emotion that are involved in...

The new www.maximizeyourinfluence.com is up! Not so much running...but definitely up. Pardon our dust as we continue to refine the new site. You can still, however, download the latest podcast episodes and read the blog.
In the...

Remember: please subscribe to Maxmize Your Influence on Itunes, Stitcher Radio, the Windows Market Place, or whatever service you use to download podcasts! We appreciate you listening to the show!
After giving some nots so great (and...

We hope you had a great Fourth of July holiday! Even if you didn't celebrate American indepencence day and the 4th of July was just a regular day for you...we hope you had a great one anyway!
Remember to subscribe to the Maximize Your Influence...

After some useless banter about who should be allowed to wear bathing suits, the Fourth of July, and barbeques, Kurt and Steve launch into Episode 48. First, they tackle an article about how word choice reflects somebody's mood. It doesn't...

After diving into "Negotiation's Dirty Deeds" last week, Kurt and Steve continue the discussion by uncovering even more of the underhanded tactics other's will use on you while negotiating.
Steve takes over today's "geeky article moment." ...

Due to listener demand, Kurt and Steve finally unleash "negotiation's dirty deeds." These are underhanded tactics and strategies that others will use against you while negotiating.
Before this happens, however, Kurt discusses a recent...

To start this episode, we lead off with another one of Kurt's geeky articles. And this study, while strange, is compelling. As it turns out, there is a vast personality difference between dog and cat owners. In addition, cat owners...

CleanEpisode 44 - Do You Really Need To "Over Promise And Under Deliver?"

Kurt and Steve begin the show by discussing Steve's recent trip to Dallas and how may pounds he put on from eating too much barbeque. They also discuss Kurt recently celebrating a birthday (happy 70th birthday, Kurt)! This turns into a rant...

Is power different than influence? Absolutely. One can be influential without having a lot of power. But as power increases, it gives you more ability to influence. On this episode, Kurt and Steve discuss some examples of when...

You've met these people before. The kind of person who has it all together. They're dressed right. They know how to talk and they seem very knowledgable. But something just isn't right. On this episode, Kurt and Steve...

After a brief rant about their listeners in Iran and the intimidation tactics of police in the United States (get off topic much, guys?), Kurt and Steve discuss a recent study about confidence. According to the Journal of Personality and Social...

Charismatic people have a presence whenever they walk into a room. You can actually be in introverted person and not have a very outgoing personality and still be charismatic. Once you have charisma people what to be around you. They...

CleanEpisode 39 - Are Optimists Better Persuaders? Or Do Pessimists Have the Edge?

Leading off this episode, Kurt introduces a recent article that discusses the effect of an optimistic spouse. This study was conducted by the University of Michigan and is the first study we know of that links the optimism of others to...

If Kurt and Steve haven't yet offended you on the podcast, they give it a good try here (all in good fun, of course). They also discuss the strange fact that a lot of listners to the podcast seem to be from Iran. After the initial banter...

Do you like green tea? Then we have good news. The Journal of Psycho Pharmacology (yeah, that's a thing) recently released a study showing that those who drink at least two cups a day are "sharper" mentally. You can read a summary of...

Whatever the reason may be, the average person's self esteem is lower than it has ever been in history. While it's not great to hear that people are feeling worse and worse about themselves, persuaders can use this to their advantage. In...

We've all exeperienced times in our lives when we've felt "out of allignment." Maybe one particular area of our life, such as finances, just wasn't going the way we wanted it to. Most of the time we try to fix this by spending more time on...

Do you like this podcast? Do you hate it? Either way, please leave us your feedback on Itunes! Also if you have anyone to nominate for the weekly "persuasion blunder" or the weekly "persuasion ninja", please send your comments to...

Have you ever met a sales person who just came on too freindly too fast? How did it make you feel? Chances are you couldn't get away from them fast enough! All persuaders know they need to develop a rapport with their...

If you stood in front of a mirror and gave your typical sales pitch, you'd likely be shocked at the amount of non verbal behavior you display. More often than not, this non verbal behavior detracts from your message and causes subconsious alarms...

When presenting, especially to a group, it's often impossible to know what personality type your audience is. That's why it's important to use the T.E.S.S. system (testimoinals, examples, stories, and statistics). This allows you as the...

Whether it's to just one person or a staduim full of people, all persuaders are presenters. Presenting involves taking the stage or spotlight to persuade others to accept your idea or product. We've all been in presentations before that...

Have you ever had a day where you didn't feel like doing something you KNOW you needed to do? How about everyday? The fact is sometimes we just don't have the emotional gas in the tank to do something that we know we need to do on the...

Have you ever been involved in a negotiation with somebody and wondered "can we just drop the facade? can we drop the formalities and get to the point here?" Well, the answer is no. When negotiating or persuading, many times people...

Have you ever walked into a business and just had a bad feeling from the start? Chances are, the owner of that business did not know how to effectively use "The Law of Association." On this epsiode, Kurt and Steve discuss how you can...

When it comes to effectively persuasing others, the most difficult obstacle to overcome is often ourselves. On this episode, Kurt and Steve discuss how we can control and even eliminate beliefs that may be holding us back. In light of the...

We've all heard that "assuming the sale" is one of the most effective persuasion tactics out there. But how does one avoid crossing the line from "confidence" to "shallow and transparent?" On this episode, Kurt and Steve discuss the...

Have you ever had the great displeasure of dealing with somebody who could never admit they were wrong? Or somebody who was constantly full of themselves? On this episode, Kurt and Steve discuss a recent article by Harvard Business Review...

We've all seen it: a late night infomercial parading testimonial after testimonial across the screen. After watching for a few minutes, we inevitably think "wow, if that guy can do it, why can't I?" When used effectively, testimonials give...

It's a well known fact that humans look to others to validate their own actions. On episode 22, Kurt and Steve discuss how this powerful concept of "Social Validation" can be used to create massive action when it comes to persuasion. ...

Words are powerful. Depending on which ones you use, you could be either supercharging or killing your presentation. In this episode, Kurt and Steve discuss the Law of Verbal Packaging and how you can best script your persuasive...

What are the remaining 3 C's of Trust? How can we get others to trust us without coming across as cocky, arrogant, or condescending? How can we tactfully let others know about our credentials without coming across as bragadocious? In...

Do other's trust you? The results are surprising. While you could be the most honest and trustworthy person in the world, trust often comes down to a few time tested methods that manage how people perceive you. Granted when it comes...

Getting prospects to make and keep commitments is a cornerstone of the persuasion process. In this episode, Kurt and Steve discuss how smaller commitments lead to larger commitments and how to optimize the commitment process.

Why do our prospects often not do what it is we want them to do? In this episode Kurt and Steve discuss the scientific reasons why persuasion can lead down a path you never intended...and what to do about it. They also discuss an email...

CleanEpisode 16 - Leveraging "Dissonance" To Get Long Lasting Decisions...Quickly

In 1957, Stanford Professor Leon Festinger developed the "Theory of Cognitive Dissonance." On this episode, Kurt and Steve discuss how persuaders can use this concept to leverage prospects into making long lasting decisions...and make them a lot...

CleanConfidence: It's All In The Arms - Plus, Interview With Jerry Clark On Personality Types

Kurt and Steve discuss confidence as it pertains to use of the arms. The cite a recent study which followed the perceived confidence of poker players. They also interview renowned sales expert Jerry Clark about Personality Types and how...

In this episode, Kurt and Steve discuss the recent trend of airline passengers bartering with eachother for better seats. They also discuss the science of proxemics and personal space as they relate to persuasion and negotiation.